Global Business Development Director

Join us and celebrate the beauty of human experience. Create for happier, healthier lives, with love for nature. Together, with passion and creativity, we deliver food innovations, craft inspired fragrances and develop beauty and wellbeing solutions. There’s much to learn and many to learn from, with more than 17,000 employees around the world to explore ideas and ambitions with. Every day, your talent, your innovative spirit, and your determination will shape our future, making a positive difference on billions of people. Every essence of you enriches our world. We are Givaudan. Human by nature.

Purpose

Highly experienced sales/business manager trained in assigned regional account management and team development scope, with P&L, business/function leadership and people development responsibilities.

Core Responsibilities

Grow Givaudan business worldwide, under their regional responsibility, with designated account, by managing top and bottom linesAssume lead role for all Givaudan activities for designated account within their regionDevelop a thorough understanding of the customer’s organization, including key decision centres, key decision makers, and senior influential leadersEstablish, in accordance with the WAM, the appropriate regional business structure in order to optimise the account coverage, aligned with the customer’s key decision centres.Manage the activity and performance of the regional business team under their direct responsibilityPartnering with the WAM, lead and monitor the development and career growth of the regional business teamDevelop partnership/relationships with senior Level management at the accountEnsure Givaudan is positioned as the preferred and most relevant supplier to participate in the customer’s core list and targeted briefsDevelop thorough understanding of customer potential through analysis of the brand strategies, positioning, strengths and weaknesses, and competitionImplement the global account strategy and develop a growth strategy for the part of the account under their responsibility, in line with the global strategy. Build/review/monitor strategic plans, sales/profit forecasts/budget for key account within regional responsibilityShare vision and strategy with account business team and set objectives to achieve annual business targetsPresent strategy and Account Plans to Givaudan regional management, Creative Fragrance Management, Perfumery, Marketing, Consumer Research, Applications and TechnologyDrive internal efforts to achieve Account Plans, ensure the most efficient management of Givaudan resources, setting priorities based on profitability analysis, identifying and implementing best practice procedures for projects and development programmes, and communicating best practices within the regionAttract new business and defend existing business, identifying and creating opportunities for Givaudan to participate in targeted customer briefs, articulating Givaudan’s value proposition, promoting new fragrances, concepts, technologies or productsMonitor competitor activityFollow KPIs versus targets (Sales, Gross Profit, win rate…) and take corrective actions if necessarySupport the WAM in the negotiation of pricing agreements, giving input on regional pricing specificitiesEnsure implementation of negotiated pricing agreements; support Customer Care in managing and optimising Supply Chain; support Credit Management in collecting receivablesManage Marketing and Distribution expenses versus budget for the accountManage and resolve customer complaints and ensure prompt resolutionComply with all appropriate Givaudan and statutory EHS and regulatory guidelinesDriving Cross functional collaboration and synergies to leverage and tap into cross region supports where needed

Academic Background

University degree, MBA preferred

Professional Experience

15 -20 years’ major account experienceInternational sales experienceSuccessful track record in key account managementExperience of leading functional teams and managing multiple complex projects

Technical Skills

Demonstrated

Competence in olfactive skills (ability to define, recognise and memorise olfactive notes and fragrance language terms, and determine olfactive directions)Ability to develop and implement comprehensive Account/Category Plans, communicating plans upwards and downwards in the organisationAbility to work internationally, negotiating complex sales agreements across categories, brands and geographiesAbility to lead, manage and develop people

Customer & Internal Relationship Management

Facilitates senior strategic relationships between Givaudan & customer/customer decision- makers at key accountsDevelops strategic relationships with senior-Level decision-makers at key accountsInvolves customer in account planning Builds credibility with customers and internal key stakeholders by demonstrating in depth knowledge of needsOwns strong relationships with Executive Management of client

Business Fundamentals

Commercial SkillsConducts complex negotiations including long-term core list negotiationsThorough knowledge of the full range of Givaudan capabilities, competencies, processes and procedures; uses this knowledge to effectively differentiate Givaudan versus competitionUnderstands customer strategy, culture, initiatives, priorities, launch processes and customer decision hierarchyDevelops comprehensive global and/or regional solutionsSound understanding of account P&L and the various scenarios encountered that affect it (e.g. prebates, rebates, pricing, brief pricing, resource allocation)Competent olfactive knowledgeKeeps abreast of current fragrance science, technical trends and developments and related sciencesExpert knowledge of fragrance products, market dynamics, and key customersCompetent knowledge of industry and customer regulatory requirements, including technical criteria and/or specificationsIn-depth understanding of consumer, industry, fragrance, and other relevant trendsTransitions projects to productionDelivers compelling presentations to senior audiences (including customers, internal teams, and senior management)Expert knowledge of Givaudan pricing guidelines for key accounts and regionsKnowledge of CMR testing protocols and proceduresExpert knowledge of industry and customer regulatory requirements, including technical criteria and/or specifications

Strategic Business Management

Market and CompetitionStrategic understanding of industry and sales landscape by segment, category, or specific geographic area, including competitive environmentUnderstanding of marketing and brand managementExpert knowledge of key competitors (people, performance, strengths/weaknesses)Managing OpportunityLeverages customer’s current portfolio for new business opportunitiesIdentifies gaps in customer product portfolios representing business opportunitiesDevelops and executes strategies to defend existing business portfolioLeads internal adaptation of Givaudan offerings, consistent with customer change/evolutionCommunicates Account Plans with Account Teams and other functions as necessaryManaging the bottom lineExpert knowledge of Givaudan pricing guidelines for key accounts and/or regionsDelivers profitability in accordance with Givaudan expectationsIdentifies Givaudan’s exposure in high-risk situations; involves decision-makers as necessaryLeverages innovation to create new opportunities for success and growth

Communication

Communicates effectively across functions, stakeholders and geographiesAbility to lay out clear, concise written and verbal communications in local language and in EnglishCompetence in following guidance on how to develop and present delivering effective and compelling presentationsAble to have clarity and understanding of instructions, to execute requests and to address any issuesAbility to establish very strong cross regional relationships with full understanding / managing regional and cultural differences at the client

Self and Team Leadership

Conducts periodic team reviews of Account PlansLeads and works effectively with multi-cultural teamsAble to build global networks within GivaudanLeads and motivates sales team to reach and exceed customer expectationsWorks with other Givaudan management on succession planning and talent development

At Givaudan, you contribute to delightful taste and scent experiences that touch people’s lives.

We value the different perspectives that come from diverse cultures, backgrounds, and experiences.

Everyone — regardless of race, gender identity, sexual orientation, age, disability, culture, religion, or any personal circumstances — is warmly welcomed at Givaudan, a place where we all love to be and grow.

Every essence of you enriches our world. Join us in making a difference together.